How do you implement MEDDICC in Dynamics 365?

Required tools

• Dynamics 365 Sales — With access to customize the form.
• Sales management that wants to use it — Without this, it becomes administration.

Add it

1. 1.Add the elements as separate fields

   Measurable benefits, decision criteria, decision process, pain points, champion, and competitors. Use separate fields rather than a single free-text field—then you can measure what is missing.

2. 2.Link them to the phases

   Don't require everything on day one. The decision-maker and pain point belong early in the process, while the decision-making process and competitors come later. Add the fields at the stage when they would naturally be completed.

Put it to use

1. 3.Use the fields in the pipeline review

   Ask about the content of each meeting. “Who is the master here?” ensures that the field is filled in because it is used—not because it is required. This is the only thing that makes the framework stick.

2. 4.Show what's missing

   Create a view of opportunities above a certain value where key fields are empty. This provides a precise list of deals you don't know well enough.

3. 5.Evaluate after one quarter

   Compare won and lost deals with how well qualified they were. If you see no correlation, the fields are either incorrect or only filled in at the end.